Leveraging Data and Compliance for Referral Source Growth and Increased Cash Flow

Published in Member Communities on July 24, 2024

In today’s post-acute healthcare landscape, providers often wonder how to enhance referral source growth and boost cash flow. In a recent webcast by HME News, industry leaders Boone Lockard, VP of Clinical Services at VGM Sleep Services, and Sarah Conger, VP of Business Operations at VGM Fulfillment, discussed the potential for increased cash flow and stronger referral networks by emphasizing the power of no-touch sleep journeys and the crucial role of compliance programs.

Seamless, no-touch sleep journeys benefit both patients and healthcare providers. By implementing streamlined processes, providers can improve patient satisfaction, drive referrals, enhance cash flow, and strengthen referral networks. Additionally, robust compliance programs play a crucial role, positively impacting patient referrals. Trust and sustainable growth are closely tied to effective compliance practices, allowing providers who prioritize compliance to build stronger relationships with patients and other stakeholders, ultimately leading to better outcomes.

What Does a No-Touch Sleep Journey Look Like?

When a patient is diagnosed with a sleep disorder such as obstructive sleep apnea (OSA), the no-touch sleep journey begins when a device such as a continuous positive airway pressure (CPAP) machine is commonly prescribed.

When that order is placed by the provider, the machine is picked, packed, and shipped directly to the patient’s doorstep by VGM Fulfillment. Licensed professionals and technicians from VGM Fulfillment have already set up the machine to ensure that it is ready to use upon delivery. The patient will receive email notifications throughout the process, similar to any online order. These include order confirmation, shipping details, and tracking information.

From there, clinical support commences with VGM Sleep Services’ remote/virtual setup experience. Their clinicians guide patients through the setup process. Subsequently, patients are enrolled in a compliance program, which includes regular follow-ups.

VGM Sleep Services closely monitors patients’ adherence to therapy. If compliance thresholds are not met, sleep coaches intervene. These coaches monitor usage, provide support, and collaborate with VGM’s on-staff clinicians, effectively relieving providers from this specific workload.

Once compliant, the patient enters a resupply cycle through outreach initiatives, thereby contributing to the provider’s business cashflow.

What’s In It For Me?

Benefits of adding the no-touch sleep experience for patients include:

Efficient Resource Utilization: By minimizing in-person interactions, healthcare professionals like RTs and clinicians have more availability to focus on critical tasks. Staffing issues are alleviated, and valuable time is redirected to more impactful work.
Cost Reduction and Increased Access: When patients find therapy more convenient, they are likely to be more compliant with their devices. Overcoming travel and distance barriers by allowing patients to receive care in the comfort of their own homes enhances accessibility.
Patient Satisfaction and Business Growth: Improved patient satisfaction leads to more referrals and ultimately contributes to increased business.

Experts in CPAP Resupply and CPAP Machine Order Fulfillment

VGM Fulfillment specializes in simplifying the complexities of resupply and order fulfillment for businesses. Their expertise lies in efficient picking, packing, and shipping services built for speed, accuracy, and reliability. Additionally, their machine setting program ensures compliance with state guidelines and licensures by having licensed professionals on staff to configure machines.

Moreover, VGM Fulfillment’s returns management program streamlines the process of handling returns and managing additional inventory. This allows your team to focus on patient care. Their efficient fulfillment process ensures products are turned around quickly, shipping out with the next available order. Furthermore, their patient communication platform keeps patients engaged and informed, providing an extra touchpoint that sets your service apart.

Post-Device Setup: VGM Sleep Services Takes the Lead

After device delivery, VGM Sleep Services steps in as an outsourced clinical program. They specialize in virtual setups for sleep patients and provide compliance management services for those using PAP devices. Each virtual setup involves personalized instruction from a licensed clinician on the VGM Sleep Services team.

VGM Sleep Services caters to a range of providers facing unique challenges:

Any provider that is challenged with managing their PAP patients: Managing compliance for an increasing number of patients can be daunting.
Providers with new contracts or referrals that are struggling to find staffing: New contracts or referrals often strain clinical staffing resources. Virtual setups set providers apart from competitors and address staffing challenges.
Any provider who wants to improve the profitability of their sleep business: Compliant patients drive profitability. Regular compliance outreach, like resupply efforts, benefits business and patients.
Providers seeking a better experience for their sleep patients: The pandemic accelerated the adoption of remote/virtual set ups by physicians and referral sources because it is more engaging rather than just drop shipping equipment to a patient’s door. Engaging patients beyond equipment delivery fosters stronger relationships and guides them toward resupply and ancillary services.
Providers looking to expand services to other geographical locations: By outsourcing to VGM Sleep Services, the availability of time granted back to providers allows them to start dabbling in virtual set up to see if they can expand services to other locations and discover where to put clinical support.

Benefits of Outsourcing This Service

While there are many benefits to off utilizing VGM Sleep Services, the key benefits include:

RTs or clinicians are placed in revenue-generating roles: By minimizing in-person interactions, RTs and clinicians gain more availability to focus on caring for additional patients and explore new revenue opportunities. Examples include conducting more CPAP setups, expanding ventilation programs, or incorporating new product lines like HFCWO.
Increased downstream revenue in the form of resupply: With VGM Sleep Services maintaining contact with patients on behalf of providers, that patient will become more familiar with the provider and know where to go for resupply or ancillary services.
Detailed data for referral sources: This outsourced service provides specific data points on patient progress. A provider using this service can go into a physician's office and show how their patients are doing on their therapy journey with that provider. Focusing on the data to show patient outcomes allows providers to demonstrate how they’re actually caring for patients.

Adding VGM Sleep Services to help with the outreach duties of a business increases compliance rates and helps providers increase revenue.

Leveraging data and compliance programs is essential for enhancing referral source growth and increasing cash flow in the post-acute healthcare landscape. By adopting no-touch sleep journeys and robust compliance practices, providers can improve patient satisfaction, streamline operations, and build stronger referral networks. VGM Sleep Services and VGM Fulfillment offer comprehensive solutions that not only ensure compliance but also drive business growth through efficient resource utilization and patient engagement. Embracing these strategies will position providers for sustainable success and better patient outcomes.

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